Workshop to give an overview of programmes available from Enterprise Europe Network, UKTI, Solutions for Business. THese programmes are all supported by UK and European Funding and available to SME's in the South West Region.

1. Driving your Business forward
through Innovation, Growth and Internationalisation
Exeter
Tuesday 4th October 2011

2. Andy Bates
Business West
Innovation and Growth Manager
Welcome

3. Agenda
09.00am Registration and Coffee
9.30am Welcome from Business West Andy Bates, Business West
9.45am Setting the Scene Dan Storey, GMYB
10.15am Workshop 1 – Finance Mike Stutter, Business West
10.45am Refreshment Break
11.00am Workshop 2 – UKTI Chris Knight, UKTI
11.30am Workshop 3 – EEN Tara Gillam, Business West - EEN
12.00pm Workshop 4 – Solutions for Business Neil Higginson, Business West –
High Growth
12.30pm Workshop 5 – Marketing Dan Storey, GMYB
1.00pm Close
1.15pm Lunch and Networking

4. What does Business West do?
The Initiative
Bristol, Bath, Swindon & Wiltshire
Chambers Of Commerce
Bristol, Bath, Gloucestershire
AssociatedAssociated of Commerce
Chambers
Public Sector Contracts
Enterprise Europe Network, UK Trade & Investment, Solutions for
Business (Coaching for High Growth, Understanding Finance for
Business, Starting a High Growth Business), Improving your Resource
Efficiency
Commercial
Leigh Court Events, Acorn Interactive, Ignite IP, Workspace, Recognising
Excellence, UK Professional Services, Mediation in
Business, Training, International Trade Services

5. Aim of the day
• Big changes in delivery public funded business support
• Information accessed via websites and call centres
• Increase in business services delivered by private sector –
contribution from company

6. Aim of the day
• Still a fantastic range of business support available
• Engage with Business West / Chambers of Commerce
• Time precious – Feedback so important

7. Dan Storey
Guerrilla Marketing your Business
Setting the Scene for the Day
Mindset of a Business Leader
“How to achieve your goals and create winning teams!”

8. Mindset of a Business Leader
How to achieve goals
and create winning teams
Dan Storey

9. Over the next 30 minutes…
• Examples of great leaders
• Results Formula
• 3 C’s of Success
• Goal setting
• Traits of successful people

10. Who am I?
• Marketer &
Marketing Trainer
• Mindset/NLP Trainer
• Sales Trainer
• “Athlete” /
”Sportsperson”

11. Examples of Great Leaders
What do these great leaders
have in common?

12. Examples of Great Leaders

13. Examples of Great Leaders

14. Examples of Great Leaders

15. Examples of Great Leaders

16. Examples of Great Leaders

17. Examples of Great Leaders

18. Examples of Great Leaders
• All great leaders have a vision
• As business leaders, we need to develop our
own vision and break that down into goals

19. Results
=
Focus
+
Beliefs
+
Actions

20. What do you see?

21. What do you see?

22. Focus
You will see different opportunities
depending on your mindset
and what you chose to focus on.
Must learn to control your focus
& that of your employees

23. Focus
• Business Plan?
• Company Mission Statement?
• Incentive/Bonus structure?
• Corporate Values?

24. Beliefs
What did you see in
the morning?
•Crumbs by the
fireplace?
•Crumbs in your
dad’s beard?

25. Beliefs
• You see the things that fit in with your beliefs
• “Whether You Believe You Can, Or You Can't,
You Are Right” – Henry Ford
• “The greater danger for most of us lies not in
setting our aim too high and falling short; but
in setting our aim too low, and achieving our
mark” - Michaelangelo

26. Beliefs
• 2 ways to install new beliefs
1 – Intensity
2 – Repetition

27. Action
• “You can map out a fight plan or a life plan.
But when the action starts, you’re down to
your reflexes. That’s where your roadwork
shows. If you cheated on that in the dark of
the morning, you’re getting found out now
under the bright lights” - Joe Frazier

28. Action

29. 3 C’s of Success
• Clarity
– Clear image of your goals
– Specific on exactly what you want
• Commitment
– What do you need to start doing?
– What do you need to stop doing?
• Communication
– Who do you need to communicate to?

30. Exercise
• Write down 3 major goals for either your
business or yourself
• Decide on 5 actions that you need to help get
this goal started
• Think of 1 person you need to have on your
team who can help make this happen

31. 5 Traits of Successful People
• Mindset
• Education/Ideas
• Networking
• Extra Mile
• Action Takers

32. Enjoy the rest of the event…

33. Mike Stutter
Business West
High Growth Coach – Finance Specialist
Introduction to Business Finance

34. Understanding Finance for
Business (UFFB)
Business Finance Options

35. Presenter
Mike Stutter
Business Finance Coach
Business West

36. Agenda
 Current Landscape
 Finance Drivers & Options (Debt)
 Equity Finance
 Business Planning
 Client Engagement

37. Business Challenges
 Economic recovery – do we or don‟t we?
 Business as usual or opportunity = RISK
 Right people/skills?
 Available resources/funding?
 Banks – “Open for Business” ???

38. GROWTH
Entrepreneurial
Exploitation
Fast Growth
Mature
Decline
TIME
Business Evolution & Funding

39. Funding Drivers
 CAPEX – Premises/Equipment/Staff/R&D
 Working Capital – Internal/External
 Stock/WIP/Debtors/Creditors
 Acquisition/Merger

40. Banks
 Risk Averse
 Overdrafts & Loans
 Ability to Repay = Serviceability
 Financial Viability (Ratios)
 Security
 Track Record

41. Capital Expenditure
 Premises (Commercial Mortgage)
 Equipment or Vehicles
 Security = Asset BUT
 HP or Lease

42. Working Capital
 Overdraft
 Factoring OR Confidential Invoice Discounting
 Stock Finance
 Trade Finance

43. Enterprise Finance Guarantee (EFG)
 Replaces SFLGS
 Accredited Lenders
 Min £1k Max £1m
 Refinance of existing debt
 Government Guarantee 75% on debt
 2% premium
 Personal Security

44. Regional & Other Schemes
 R&D Grant – TSB
 EU Grants – EEN
 SW Loan Fund
 Enterprise Development Funds

45. Equity Sources
Investment for shares in a Limited Company
 Dragons Den!
 Flotation/IPO
 Venture Capital/Private Equity
 Angel Investors (e.g SWAIN)
 Crowd Funding
 Friends, Family, Staff

46. Equity Statistics
 Most equity invested in mature larger
companies
 6% of private equity into start up & early stage
companies
 5% average success rate with angel investors
 Expensive money – ROI 35%+
 6 months average lead time

47. Characteristics of Equity
 Risk Capital
 Ownership dilution
 No interest cost but high returns required
 No Security
 No repayment until maturity
 Potential skills of investor
 Leverage for debt

48. Balanced Growth

49. ERDF High Growth Programme
CONTACT
www.growthsouthwest.co.uk
info@growthsouthwest.co.uk
01275 370760

50. Chris Knight
UK Trade & Investment
International Trade Advisor
Growth Markets Overseas
UK Trade & Investment

51. EXPORT SUPPORT
SERVICES
Chris Knight
International Trade Adviser
51

52. UKTI SERVICES
 Overseas Market Introduction
Service
 Passport to Export
 Gateway to Global Growth
 Tradeshow Access Programme
 Market Visit Support grants
 Export Marketing Research Scheme
 Export Communications Review
52

53. OVERSEAS MARKET
INTRODUCTION SERVICE (OMIS)
 Enables UK companies to buy
unique, subsidised services and expertise
from UKTI staff in British Embassies &
Consulates overseas
 Services tailored to your specific
requirements
 Eligibility for Market Visit Support grant
53

54. OVERSEAS MARKET
INTRODUCTION SERVICE (OMIS)
 Identification of potential distributors /
agents/ partners
 Provision of market information against
specific client brief
 Appointment arranging / interpreter /
general help in market
 Use of Embassy / Consular premises for
meetings, product launches etc
54

55. PASSPORT TO EXPORT
 12 month Strategic Development
programme for Novice Exporters
 2 day Developing International Business
workshop (compulsory)
 Adviser assistance
 Other free export training
 £1000 matched funding
 Access to Market Visit Support grant
 £500 enrolment fee (credit against OMIS
services)
55

56. GATEWAY to GLOBAL
GROWTH (G3)
 12 month strategic support
programme for SMEs with 2-10 years
export experience
 £500 training voucher
 Adviser support
 Access to Market Visit Support grant
56

57. TRADESHOW ACCESS
PROGRAMME (TAP)
 Support for exhibitors at key
international trade fairs (via
Accredited Trade Organisations)
and for individual attendance
(Solo)
 £1000 – 1800
57

58. MARKET VISIT SUPPORT
(MVS)
 Travel grant for delegates on
regional trade missions, or to
support individual trade development
visits (Solo)
 Grant amount determined by
destination (£200 - £800)
 Applicants must be on
Passport, Gateway, or following up
recent OMIS
58

59. EXPORT MARKETING
RESEARCH SCHEME
 Purchase of Market Reports (33%)
 Undertaking Research Visits (50%)
59

60. EXPORT MARKETING
RESEARCH SCHEME
 2 projects (strategic research visits) per
year max
 Up to £5000 matched funding per in
house project (£20k lifetime max)
 Good way to learn sound market
research methodology
60

61. EXPORT COMMUNICATIONS
REVIEW (ECR)
 Subsidised consultant assessment
of International Communication
strategy, including Cultural Factors
 Website Internationalisation advice
61

62. UKTI TRAINING
 Appointment & Management of
Agents & Distributors
 International Exhibiting Skills
 Internet Strategy
 International Presentation Skills
 Researching Export Markets
62

63. www.ukti.gov.uk
 UKTI website - excellent source of
market & sector information
 Register to receive Business
Opportunities
63

64. Tara Gillam
Business West – Enterprise Europe Network
Client Services Manager
Access over 14,000 European Business
Opportunities for FREE via Enterprise
Europe Network’s Partnership Tool

65. Title
Enterprise Europe Network
Sub-title
Connecting you to New Business Opportunities in Europe
‟
European Commission
Enterprise and Industry

66. Title of the presentation | Date |‹#›
What we will cover:
• Who are Enterprise Europe Network (EEN)
• Our Role
• Organisation Capability
• Services we cover in the South West
• European Partnership Service
• Case Studies
• Activity – creating your own profile
• Next Steps
• Questions

67. Title of the presentation | Date |‹#›
Who are Enterprise Europe Network
• Established in 2008 through merging the Innovation Relay
Centre and European Information Centre, with additional
support for R&D including FP7 & Eurostars
• Funded in part by the European Commission‟s Competitiveness
and Innovation Programme
• Global Reach covering 49 Countries
 600 offices with approx. 5,000 staff on the ground
 Currently 15 people in South West, ensuring regional
coverage

68. Title of the presentation | Date |‹#›
Our Role
To stimulate business growth through collaboration, innovation and
internationalisation. Our 4 key offerings are:
• Identifying new International business opportunities through our
Partnership Service
• Provide advice on how to trade more effectively in European
Markets and Internationally
• Guidance on accessing European Funding
• A European policy-feedback service, including business
consultation

69. Title of the presentation | Date |‹#›
Organisational capability
• Europe‟s largest business
support organisation Scotland (3 partner in consortium)
• 11 Enterprise Europe Northern Ireland (1) North East of England (2)
Networks in the UK
North West (4) Yorkshire (4)
• Not just EU Countries
 Now in 49 Countries Midlands (3)
• Local yet Global Wales (2) East of England (1)
London (4)
South West of England (1) South East (3)

70. Title of the presentation | Date |‹#›
49 Countries including:
27 Member States + 21 Non-EU Members
• Armenia • Montenegro
• Bosnia and Herzegovina • Norway
• Chile • Russia
• China • Serbia
• Croatia • South Korea
• Egypt • Switzerland
• Macedonia • Syria
• Iceland • Tunisia
• Israel • Turkey
• Japan • USA
• Mexico

71. Title of the presentation | Date |‹#›
Services available in the South West
Advice on trading in Europe including:
• VAT
• EU policies & directives
• CE marking
• legislation
• Intellectual Property advice
Access to the Networks Partner Search Tool
• Commercial
• Technology
• Research
Support to access European R&D funding :
• Framework Programme 7 – FP7
• Euro Stars
• Assistance with R&D Applications

72. Title of the presentation | Date |‹#›
European Partnership Service
http://www.enterpriseeuropesw.org.uk http://www.eensw.co.uk

73. Title of the presentation | Date |‹#›
European Partnership Service
• Over 14,000 Business Opportunities
• Currently FREE to use
• Commercial, Technical and Research
Opportunities
• Search by Sector, Country of Origin, Offer or
Request and Keyword

74. Title of the presentation | Date |‹#›
European Partnership Service
• No limit to how many “Expressions of
Interest” you make
• Add your own profile to the database
• Find Partners for Collaborations
• Find Agents / Distributors / JV Partners

75. Title of the presentation | Date |‹#›
European Partnership Service

76. Title of the presentation | Date |‹#›
Commercial Profile
20110608016
Spanish company supplier of wines
requests distributors / Commercial
agents for its products in Austria,
Belgium, Denmark, Germany, Ireland,
Netherlands, UK and other countries.
• PDF Download
• E-Mail details to yourself
• Direct Enquiry through the website

77. Title of the presentation | Date |‹#›
Technology Profile
11 RU 86FG 3LJ9
Energy saving machine drive. The
application of the technology reduces
energy consumption of machine drives
by up to 30-40%. The SME seeks
partners for joint further development
and adaptation of the technology to
specific needs.
• PDF Download
• E-Mail details to yourself
• Direct Enquiry through the website

78. Title of the presentation | Date |‹#›
Case Study: Hemisphere Freight
Engagement to Date:
• 47 Expressions of
Interest
• 2 Partnership
Agreements
• 1 Profile

79. Title of the presentation | Date |‹#›
Case Study: Isoperla
Engagement to Date:
• 9 Expressions of
Interest
• 1 Partnership
Agreements
• 2 Profiles

80. Title of the presentation | Date |‹#›
Case Study: Rokkaplay
Engagement to Date:
• 41 Expressions of
Interest
• 2 Partnership
Agreements
 2 close to agreements
• 2 Profiles

81. Title of the presentation | Date |‹#›
Case Study: McCormick Weeks
Engagement to Date:
• 2 Expressions of
Interest
• 1 Partnership
Agreements
• 1 Profiles

82. Title of the presentation | Date |‹#›
Next Steps
• Webinar “How to get the most from our
Partner Search Tool”
 Monday 10th October 2011 at 11.00am
 Monday 24th October 2011 at 2.00pm

83. Title of the presentation | Date |‹#›
Any Questions?

84. Tara Gillam – Client Services Manager
Enterprise Europe Network South West
T: 01275 370 867
M: 07765 999 296
E: tara.gillam@enterpriseeuropesw.org.uk
W: www.enterpriseeuropesw.org.uk or www.eensw.co.uk

85. Neil Higginson
Business West – Solutions for Business
ERDF Programme Manager
Solutions for Business in the South West
Coaching for High Growth, Understanding Finance
for Business and Starting a High Growth Business

86. Business West
Starting a High Growth Business
Coaching for High Growth
Understanding Finance for Business

87. Neil Higginson
Programme Manager – ERDF Projects
What is high growth business coaching
Why now?
Top benefits
Our Programmes

88. What is High Growth Coaching and why now?
Focussed on improving business
Take the next step
Enabling
Driving the business forward
Why now?
Why not?

89. The Benefits
Business
Personal Development
Support & Motivation
Work Life Balance

90. Programme Overview
There are three projects under the High Growth Programme, all of
which provide coaching and two mentoring:
Starting a High Growth Business
Coaching for High Growth
Understanding Finance for Business

91. The Focus

92. Eligibility Guidelines - 1
Starting a High Growth Business
Potential to achieve between £500k & £1m turnover or higher
within 3 years of trading
Coaching for High Growth
Available for businesses with turnover of £1m plus [max £50m]
Understanding Finance for Business
Aimed at pre-start, start-up or established business showing
evidence of growth or growth potential – no financial levels

93. Eligibility Guidelines - 2
To be eligible for support from any of these projects,
companies must exhibit at least six of the following 12
characteristics:
A high level of aspiration and a positive attitude to business growth
A highly capable leadership team (or planned)
Commitment – a willingness to invest time and to pay in part for support
An intention to seek external finance
Evidence of a strong order book
Sound industry and sector knowledge
Firms already growing who lack structure and process
Evidence of willingness and capacity to innovate
Willingness to engage in sustainable strategy and practice
Use of emergent technology and new techniques
Export potential
Growth for a purpose

94. Delivery Area
The three projects will be delivered
across the South West excluding
Cornwall

95. What does a business get and we in return
The support of a „validated‟ High Growth Coach and/or mentor
Minimum of two days support (12 hours) which can include
workshop attendance
Improved GVA (Gross Value Added)
Improved coaching and mentoring standards across the South
West

96. An example of a Coach selection
Client will be assessed for eligibility and support requirements
An Action Plan will be issued
– Brief posted to website
– Applications invited from local coaches with relevant
skills/specialism's
– Client will receive profiles of responders and select from
these

97. What would you prefer?

98. Costs
Currently, all coaching and workshop support is fully subsidised
to the client – this may change
Up to 10 days coaching provision at a cost to a/the Programme
of £5,500
Change in the funding arena means that we may well move to a
matched costs basis as well as charging for workshops – yet to
be decided

99. Summary
High Growth coaching – why now
The benefits
The Programmes
Business West‟s joined up approach
Don’t leave it too late

100. Contact Info
www.growthsouthwest.co.uk
Neil.higginson@gwebusinesswest.co.uk
Office: 01275 370898

101. Q&A

102. Dan Storey
Guerrilla Marketing your Business
Head Guerrilla
Innovative Marketing Strategies
for small business owners on a limited budget

103. Understand Innovative Marketing
Strategies on how to impact your
profit/turnover on a limited budget
Dan Storey
Guerrilla Marketing Your Business

104. My background
• Specialist in
marketing training
and education
• Guerrilla Marketing
Master Trainer
• Marketer &
Marketing Trainer

105. What is Marketing?
• Marketing is an Investment
– Need to be able to measure ROI
• Art of changing people’s minds
• Truth made fascinating
• All contact with your business

106. Marketing Must Haves
• Marketing Plan
– Demographics, USPs, Niche, Techniques
• Budget
– Time, Energy, Imagination, Knowledge
• Commitment
– Develop and follow through

107. Marketing Psychology
• 3000-5000 Marketing messages per day
– What makes you stand out?
• Clients are confused and unsure
– Tell them what to do next
• Clients have no time
– Make the next step really simple
• Clients are skeptical
– Need to develop a relationship

108. Marketing Strategies
• Joint Ventures
• Identify partner that already has
access to your target market
• Deal that adds value to their
clients, their business, then YOU

109. Marketing Strategies
• Fusion Marketing
• Identify partners that
offer complimentary
services and share
marketing investment

110. Marketing Strategies
• Affiliate Marketing
• Locate other people who want to sell your
products to their contacts
• Existing affiliate networks
• Referral marketing incentives

111. Marketing Strategies
• Guerrilla Marketing
• Conventional business goals using
unconventional methods
• 22 differences between traditional
and Guerrilla marketing
• Specifically designed for small
businesses with limited marketing
budget

112. Top 5 ways to waste your
marketing budget!
Please don’t make these mistakes…

113. Top 5 ways to waste budget
• No Targeting
• Broadcast marketing with
no measurement
• No idea of client
demographics

114. Top 5 ways to waste budget
• Not building relationships
• Like trying to ask someone
to marry you when you first
meet them
• Permission Marketing

115. Top 5 ways to waste budget
• 3 – One Hit Wonder
• Not reselling. Existing
clients are your best
source of new business.
• Upsell? Cross-sell?
Referral? Affiliates?

116. Top 5 ways to waste budget
• 4 – Wrong Medium
• Need to be advertising in
areas where your
demographic are present.
• Combination of marketing
techniques

117. Top 5 ways to waste budget
• 5 – Bad Design
• Design may be lovely
but completely lacking
in practical elements
• Website designed by
an internet marketer

118. Case Study
• Austin Degge – Mortgage Broker
• Problem 1
– Only 1 source of leads
– Company ‘disappeared shortly
before xmas 2010
• Goal
– Multiple lead generation options

119. Case Study
• Solutions
1. Clearly identify niche
2. Identify marketing media
3. Redesign/tweak ‘new’ website
4. Referral scheme

120. Case Study
• Result
• Over £1m new borrowing generated in next 5
weeks just through new channels
• Equivalent of 3 months business in 5 weeks

121. Innovative Marketing Workshops
• An overview of marketing
• Joint venture, affiliate and fusion marketing
• Differences between innovative marketing and
traditional marketing
• The mindset of marketing
• 200 strategies/techniques of guerrilla
marketing
• Social media and internet marketing tactics

122. Forthcoming Innovative Marketing
Workshops
• Wednesday 5th October 2011
– The Exchange, Bridgwater
• Wednesday 19th October 2011
– Royal Bath Hotel, Bournemouth
• Tuesday 25th October 2011
– Bristol Golf Course, Bristol
• £39 per person
Complete the booking form in your
delegate pack and hand to the reception desk

123. What's Next!
Complete the Feedback Form
Book onto a Marketing Event
Book onto a Webinar
NETWORK OVER LUNCH